Pasteque.io, how to accelerate its commercial development in the recruitment sector?

Blacksales supports Pasteque.io, a recruitment agency specialised in fast-growing digital players. Pasteque.io's target audience is difficult to detect and reach, so they chose to entrust their lead generation to Blacksales' experts.

When launching a business in a high-potential sector, the support of a prospecting specialist can be indispensable.

To enable pasteque.io to accelerate its commercial development in the recruitment sector through automated prospecting

When launching an activity in a high-potential sector, being accompanied by a prospecting specialist can be essential. As depasteque.io's target is difficult to detect and reach, they have chosen to entrust their lead generation to the experts at Blacksales.

The Issue :

Following its launch in May 2020, pasteque.io needed help to achieve its business objectives: to identify 60 companies with 200 recruitment needs in shortage areas.

The Proposal :

Blacksales helped pasteque.io to detect relevant leads with 500 contacts and then 1000 contacts sent per month to reach a target of 50 recruits.

What is a lead according to Blacksales? A contact in the target group who has received the sequence of emails sent by the salesperson and who responds with a sign of interest or a need.

The Results :

With Blacksales' expertise, the pasteque.io team generated 131 leads. The amount of leads generated was so high that pasteque.io chose to pause the campaigns for a while in order to better respond to their clients' requests.

"We were in the early months of launching our consultancy company. Prospecting in our sector of activity is particularly time-consuming and we lacked visibility with sometimes discreet players in the market. We can now concentrate on our core business. The results obtained in terms of leads exceed the initial objectives. The use of Blacksales has allowed us to considerably increase our visibility on our market."

Geoffrey Mercier

Co-founder at pasteque.io

The Context

Founded in May 2020, pasteque.io is a Bordeaux-based startup specialising in penal recruitment, particularly in the digital sector. The context of the launch of the activity was very particular. Indeed, after the first confinement, companies had difficulty in projecting themselves in a general way, and therefore on their recruitment needs.

The recruitment industry is highly competitive and operates on a word-of-mouth basis, so this was an important challenge for pasteque.io. Despite their experience in the industry, identifying and contacting companies that could benefit from their expertise was not easy, but above all time-consuming and tedious.

Their business model is based on sustainable recruitment, which means that they are only paid if the profiles they present go through the recruitment process with the client company and, above all, if they stay with the company beyond the trial period.

The Issues

Faced with this need for leads and optimisation of the pasteque.io team's time, a solution had to be found for lead generation.

pasteque.io thus had a double challenge :

The lack of time and internal resources dedicated to the sales function led them to choose an external solution. Indeed, the two co-founders are primarily recruiters so they needed to focus on their expertise.

Also, the methodology used by pasteque.io prior to the collaboration with Blacksales was not bringing in enough business to break even. Indeed, recruiters were hunting, in addition to the candidates, the companies likely to need their services, which was a double effort. This did not pay off because the tools used were not up to the challenge.

The Response

The solution provided by Blacksales to pasteque.io began with an onboarding phase during which they carried out a complete inventory of the commercial processes, an evaluation of the objectives set, as well as a detailed study of the target. During this phase, they were able to refine and validate together the relevant targeting elements to address their market, as well as the contents of the sequence addressed to prospects.

Thanks to Blacksales' expertise, pasteque.io was able to start automated prospecting campaigns by email for the first year, but also via Linkedin from 2022. In concrete terms, this allows them tohave a file of leads that have expressed a need for recruitment that they can respond to.

On a day-to-day basis, the collaboration is punctuated by close monitoring, including monthly reviews, which enables the founder to improve his management skills and adopt a quality commercial approach.

Results Achieved

This collaboration quickly bore fruit: only 3 days after the launch of the first campaign, pasteque.io generated its first lead!

In 12 months of collaboration, over the year 2021, pasteque.io was able to generate a 350% ROI. In 2022, pasteque.io has had to recruit to be able to absorb all the requests generated by the Blacksales solution. The turnover generated via this channel in the first months of 2022 is already well above that of the previous year.

On a day-to-day basis, Blacksales allows Geoffrey Mercier, co-founder of pasteque.io and main user of the tool, to save time and be more efficient, thus allowing him to refocus on his business. He is particularly keen on the quality of the support because it is fluid and flexible, which is a considerable advantage over other less comprehensive solutions.

Finally, the ease with which the solution can be set up, as well as theregular addition of new features , really meets pasteque.io's needs. For example, the addition of Linkedin in the prospecting channels is an undeniable asset because the leads contacted there have a different, more open attitude and are more easily redirected to the right person than by email.

Timeline of the collaboration

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